The Professional Development InstituteTM
Harvard University Global System
Harvard® Planner Group

Negotiation-Excellence Skills: Hands-on Workshop
Applying Harvard University Global System Tools

Blending the Science and Practice of Formal and Informal Negotiations
for Executives, Team Leaders, Lawyers, Corporate Buyers and Sellers and Other Professionals

Learning Objectives
Mastering the skills to excel in formal and informal negotiations is vital to success in most professions. In this workshop, you will acquire the practical competencies, best practices and proven Harvard® tools to forge durable agreements, build trust and allies for repeat business. These competencies and tools are invaluable to lead and manage resistance to change, buy or sell equipment or property, prevent or settle disputes and conflicts, seek a raise or a promotion, retain talent, finance projects, excel across cultural settings, license a trademark or a patent, chart a clear responsibility or opt for a gracefully exit, if appropriate.

The workshop focuses on proven ways to understand each negotiating party, prepare, enlarge the pie and create and extract a superior value to what can be gained by compromise, coercion, arbitration, court and other means of dispute resolution. You will be skilled to juggle with last-minute demands, pricing intricacies, concessions and other conditions used by shrewd negotiators. You will refine your ability to close better deals and build lasting relationships and a reputation for being competent, dependable, caring and ethical both within and outside your organization.

Through interactive case studies and role-playing scenarios, you will practice negotiations of increasing complexity to build partnerships; craft offers and counter-offers; turn objections into opportunities, manage deadlocks and biases; disarm your opponents ethically; and make it difficult for them to withdraw from a reasonable deal.

Who Should Attend?

Executives, team leaders, buyers, sellers, lawyers, senior assistants and other professionals who must secure commitment and results without the formal authority to enforce decisions. Participants come from business, trade associations, foundations and governments.

Workshop Outline (2.5 days - 2 CEU)
1. Pathways to Ethical Negotiation Excellence
  • Positional versus interest-based negotiation
  • Roger Fisher’s workout exercise and lessons
  • Harvard® proven toolkit for strategic negotiations and daily referral
  • Leaving "money on the table": Early warnings
  • How to plan closure setting the critical milestones for a high commitment
2. Prepare: Discern Issues from Stakeholders
  • Three proven tools to understand and validate stakeholders' interests
  • Proven tips to uncover dishonest claims
  • New insights into issue-incubation pathways
3. The Negotiator's Mandate: Team Practice
  • Interest-based deals: Tool to validate each party’s goals, assumptions and risks
  • Harvard® Negotiation Mandates: Teamwork to craft one for each party
  • Role-conflict prevention: Harvard® Responsibility Chart
4. Breakthroughs on Options for Mutual Gains
  • Critical factors to invent mutual-gain options
  • How to pivot from problems to opportunities
  • Innovative and proven toolkit to navigate from issues, stakeholders and interests to options, strategy, deliverables and benchmarks
  • Harvard® Creativity Template: 3 Real-life cases that left NO money on the table
  • Innovation role-playing: Brainstorming and validating creative options
  • Video learning: How to legitimize your arguments with verifiable benchmarks
5. Skills for a Sustainable Commitment
  • How context, timing and communications affect commitment
  • Building your power of influence in context: Options from soft and synergistic to defensive power
  • How to hitch hike on the power of others
  • Negotiating without the benefit of authority
  • Intermediaries: When and how they help
  • How to control your emotions and deal with dysfunctional, harsh and obtrusive negotiators
6. Maximizing Opportunity while Mitigating Risks: The Best Alternative to a Negotiated Agreement (BATNA)
  • Risk-identification, tolerance and mitigation tools
  • BATNA exercise; secret Walk-Away Price (SWAP) and contingency reserve for residual risks and worst deals (WATNA)
7. Terms & Conditions: Negotiation-Dance Tips
  • Howard Raiffa tips on reservation prices and zone of possible agreement (ZOPA)
  • Negotiating a service or a property: Martin’s QQTLE benchmarks
  • Exercises in pricing, bidding, auctioning, concessions, counter-offers, and advanced pricing tips to avoid a race to the bottom
  • Tackling last-minute demands: Ranging from splitting the difference to deal-breaker threats
  • Framing, escalation, soft money and other tactics
  • Selling and buying terms and conditions: From simple one-shot deals to complex repetitive transactions with powerful suppliers, clients and governments
8. Closure: From Forging a Sustainable Deal to Opting for a Graceful Exit
  • Steps to build trust and avoid inadequate closure: Foundation for a sutainable relationship
  • Role-playing multiple parties and issues with Harborco case study
  • Tips to break an impasse and prevent deadlocks
  • Dealing with emotions, gambits, ploys and hostile attacks
  • Deciding if and when to walk away
  • Issue of fleeting coalitions and illusion of validity
  • Phone, e-mail and virtual negotiations
  • Going beyond closure to address execution (the Achilles' heel of most deals) with Harvard® planning and tracking instruments
9. Synthesis & Conclusion
  • Timeless lessons from Fisher, Mnookin, Susskind, Ury, Lemperreur and Yann Martin
  • Personal 90-day action plan to practice the negotiation skills and nuggets worth sharing with your peers and allies
Faculty Leader & Chair, Innovation & Foresight Panels: Alain Paul MARTIN

Alain Paul Martin, Workshop Leader Alain Paul Martin's meta-innovation mission is twofold: advancing innovation quality to maximize user value and SDG/ESG impact; and democratizing the worldwide access, for all, to the best innovation education, practical instruments (framewors, roadmaps, algorithms) and strategic ecosystems. Alain leads the creation and scaling of groundbreaking products and organizations (banking, advanced technology, energy, mining, education, government); and chairs innovation and foresight panels.

Alain currently teaches courses and workshops in exemplary leadership and innovation ecosystems (contextual, strategic and deep/extended), idea generation and cross-pollination, structured creativity, leadership and management of change for scientists, engineers, policy makers, team leaders and graduate students, in English, French and via simultaneous translation in other languages.

In this program, Alain will demonstrate game-changing cases, including the invention of a multinationally patented and Harvard-University's branded product, and several innovations where he was a lead strategist, in transforming lagging businesses (banking & finance, large-scale manufacturing) and government agencies into long-lasting leaders in their respective sectors and the best performers by SDG/ESG impact (thousands of lives saved, over 25 millions metric-ton reduction in carbon dioxde footprint per annum) and financial metrics (in $billions). The case studies include a highly-profitable groundbreaking innovation with a lasting worldwide carbon-footprint reduction impact — the first award-winning business innovation earning the prestigious United Nations' Environment Programme (UNEP).

Alain taught graduate courses in management of change; and delivered leadership workshops (Bertelsmann, Cap-Gemini, EON, Framingham State University, France Loisirs, GE (Canada, France, U.S.), Harvard and the Ivy-League's Leadership Summit, Japan's METI and Engineering Advancement Association (ENNA), MD Robotics, Morocco's OCP Group and Mohammed VI Polytechnic University, Ontario's OPG Nuclear Power, operations-research societies, the Project Management Institute (PMI), Teck Resources, Textron's Bell Helicopter, United Nations' University (Tokyo) and governments (Brazil, Canada, China, EU, Japan, Mexico, U.S.).

Concurrently, Alain is the CEO of PDI ( www.eharvard.org/pdi), a catalyst in principled leadership and innovation, and Chief Architect, Harvard University Global System (for which PDI is Harvard University's licensee), comprising cutting-edge innovation and performance-improvement instruments. He led the discovery, design and scaling of this system, first used by Skanska (Sweden; U.K., Germany, Finland and Saudi Arabia) to manage $1M to multi-billion dollar projects.

Alain is a 2012 Harvard Fellow, Advanced Leadership, a Harvard Business School's entrepreneurship alumnus (OPM 1997-99) and a 6-year president (10-year director) of two Harvard clubs. He is recognized by Harvard University's president for his "Leadership, Vision and Service" and PMI for "outstanding contribution to the state-of-the-art of project management". He is a patent recipient (U.S., Canada and Japan) for the Harvard University Planner and is also an aerospace-award's recipient for a manufacturing innovation at Bombardier (Canadair), now Airbus.

Alain graduated in Commerce (Quantitative Methods) from Concordia University (Montréal) and studied advanced technology in Lille (France) with internships at Peugeot, ARD National TV Network (Berlin), the University of Ottawa (Particle Physics) and Carleton University (Hydrodynamics Lab). He acquired skills in system thinking and change management (MIT Sloan School, Gestalt Institute of Cleveland), and mediation and advanced negotiation for lawyers, at Harvard Law School from which he is certified to teach negotiation in corporations. Lifetime learning is part of his mission (see C.V. page 4 on Education and Continuous Learning)

Volume II Deep Dive into VALUE INCUBATION & Stakeholders' Interests & Ecosystems by Alain-Paul-Martin 
		Foresight His current research centers on contributing to innovation science (concepts, principles, frameworks and tools) to maximize both user value and SDG/ESG impact. He focuses on harnessing the opportunities of the strategic, contextual and deep ecosystems and improving value-incubation, idea-generation and cross-pollination practices, upstream in the innovation funnel to imagine, design and deliver economically viable, ecologically sustainable and socially beneficial user-centered innovations (products, services, policies and organizations). Alain builds on the current knowledge of cognitive neuroscience to raise innovation foresight and capability; reduce cognitive-fixation bias; practice mindfulness and understand stakeholders' dynamics. These developments are making inroads into creativity practices (idea generation, cross-pollination and structured design) and sustainable value delivery. They are seamless but ubiquitous, across the entire tech and non-tech spectra of groundbreaking economic and social innovations, from life sciences, robotics and infrastructure to safety, education, social justice and policy development.

Democratizing leadership, by empowering high-school educated users with cutting-edge innovation and decision-making tools, is a worldwide priority. Alain's contribution is to make Harvard® innovation and project-management tools (incl. Harvard® Innovation Funnel, ecosystems and roadmaps), accessible to this constituency. Moreover, inspired by the groundbreaking inventions of Louis Braille (Braille Code), Joseph D. Becker (Unicode) and music notations, he developped a simplified coding structure for international project teams to share project plans and progress reports, across language boundaries. The approach was applied successfully in multi-billion dollar projects.

Alain's upcoming book "Deep Dive into Value Incubation and the Stakeholders' Interests and Ecosystems" is the second in five-volume eBook series titled "The Art & Science of Innovation". It builds on the intelligence and novelty lessons learned from opportunity and failure seeds, frequently unseen or overlooked, during the issue-incubation cycle, including the underlying stakeholders' dynamics and broader implications in business, government and geopolitics. The book features practical instruments and a framework to probe each party's interests (expectations, unsatisfied needs and fears); detect early signs of opportunities and threats before appearing on the scientists' and executives' radars; build the critical mass for change, in order to harness the full strategic value of an innovation. When these tasks are aptly accomplished, the value of idea generation, structured creativity and design do improve by a quantum leap. No important project or policy can be planned without a deep dive into stakeholders' dynamics and value incubation.

For more on Alain's innovative work in finance & banking, energy & mining, education, the public service and civil society, please refer to : 4-page C.V. in PDF format and detailed C.V.

Practical Course Materials of Lasting Value

A total attention to quality is featured in the versatile course materials from the success stories, the pre-readings, the practical exercises and case studies to the most practical toolkit and attractive and durable Harvard road maps. The following is a list of the course materials and practical instruments that are invaluable in accelerating the learning process and the acquisition of lasting negotiation skills.

  • The pre-readings from Alain Martin’s papers on negotiation excellence, stakeholder’s analysis and key players’ dynamics, strategy formulation, brainstorming and creativity, authority and soft power, the fundamental drivers of excellent decisions, goal validity and responsibility charting.
  • The main workbook covers the agenda and provides supplementary references
  • Alain Paul Martin's highly-praised book titled "Harnessing the Power of Intelligence", which includes several tools to analyze the stakeholders and identify negotiation opportunities and risk early through the risk-incubation paradigm
  • Exercises, teamwork and case studies on validating the negotiation goals, its scope and timeline; defining the negotiator's strategy and mandate (including BATNAs) and cross-examining other parties' plans; creating options for mutual gains and mitigating risks; charting responsibility and accountability; crafting the terms & references; practicing both two-party and multi-party negotiations (framing offers, counter offers and concessions; preventing deadlocks; dealing with resistance, vetos, interruptions, objections, open hostility and passive-aggressive behaviors; preparing a framework of agreement; structuring contingency offers and closure).
  • Harvard University Global System™ work-improvement instruments including four Harvard® road maps (retailed at $39 each but included in the course tuition fees):
    • Harvard® Complete Framework: Vision, Strategy, Policy and Project Management featuring both ongoing and sequential tasks that no negotiator can ignore
    • Harvard® Negotiation Mandate: A template to prepare negotiations scope, the value chain, the plan B (BATNA), the critical success factors (performance indicators) and the evaluation plan
    • Harvard® Principled-Negotiation Road Map for planning and running effective negotiations
    • Harvard® Creativity and Brainstorming Grid to develop options for mutual gains
    • Continuous Risk-Management Road Map and accompanying guide titled "Neglected Risks: Identification and Management Primer Applying Harvard University Global System Tools"
    • Harvard® Responsibility/Accountability Chart to clarify each party's role and obligations and prevent role conflicts
    • Harvard® Time-Management Road Map to focus everyone's precious time on what matters the most
    • Harvard® Time Log to assess the incubation and root-causes and address a range of negotiation effectiveness and productivity issues during deal-implemention from vetos to early warning signals for delays.
Tuition Fees (Public Workshops)

Fees include books, hand-outs, road maps and other course materials of exceptional value (see above), and a daily continental breakfast plus hot and soft drinks during the morning and afternoon pauses, but exclude hotel accommodation (if required).

  • 2.5 days: Regular fees: $1395; Government: $1345; Group fees for 3 or more participants: $1295 per person.
  • 4.5-day Option: Regular fees: $2495; Government: $2445; Group of 3 or more participants: $2395 per person. This option includes the workshop titled "Hands-On Project-Management Skills and Best Practices".

Registration and Cancellation Procedures

To register, please contact us either by:
  • email at rsvp@eharvard.org. Specify your name, position, organization, phone number(s) and the webinar you wish to attend.
    or
  • call us toll free in the USA and Canada: 1-800-HARVARD; international: +1 819-772-7777. voicemail: 24/7.
Please pay in advance by credit card.

Cancellation Policy
Participants registering as a group must send substitutes in lieu of canceling. For other clients, cancellations are accepted if made at least 10 working days prior to the course, and are subject to a $150 service charge per person. Full fees are payable by anyone who fails to attend or cancels less than 10 working days prior to the session. One substitution or transfer to a later course of the same duration is accepted.

Workshop Locations and Hotel Accomodation
Bring This Webinar to Your Organization

We deliver private versions of this webinar worldwide to business and governments, NGOs and bar associations and other societies. We would be delighted to work together with your team anywhere. Ask us for a proposal based on the number of participants, the seminar duration and a selection of cutting-edge course materials and case studies most applicable to your environment.

Our fees are reasonable. Sales and value-added taxes (HST and PST or VAT) are extra.

The client is responsible for the conference room and audio-visual materials.




International 
Toll-free: USA & Canada: 1-800-HARVARD (1-800-427-8273). +1-819-772-7777
Monday through Thursday: 9 AM to 4:00 PM, EDT. Voicemail: 24 hours 7 days
 
 
European Distribution Centre for Harvard Planners: WH Smith, 248, rue de Rivoli, Paris,75001
Contact : Sylvie Goffinet  +33 1 53 45 84 40. Métro Concorde.